The Library
Searching for strategy in sales
Tools
Lane, Nikala (2010) Searching for strategy in sales. In: Strategic Sales and Strategic Marketing. London, UK: Routledge. ISBN 978-0-415-61451-1
Research output not available from this repository.
Request-a-Copy directly from author or use local Library Get it For Me service.
Official URL: http://www.routledge.com/books/details/97804156145...
Abstract
There is growing evidence that the traditional role of the sales organization in business-to-business marketing is quickly evolving from a tactical, operational function to a strategic capability concerned with the management of critical processes that support business strategy and deliver value to profitable customers. This topic is of major relevance to scholars in both the sales and marketing domains, and this relevance is underlined by the intense interest of managers and companies in how this field is changing. This collection is a unique gathering of views on the critical issues to be confronted in the strategizing of the sales function, from distinguished scholars from throughout the world. Their focus is on the linkages between strategic marketing and the corollary of strategic sales. This book was published as a special issue of Journal of Strategic Marketing.
Item Type: | Book Item | ||||
---|---|---|---|---|---|
Subjects: | H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management | ||||
Divisions: | Faculty of Social Sciences > Warwick Business School > Marketing & Strategic Management Faculty of Social Sciences > Warwick Business School |
||||
Publisher: | Routledge | ||||
Place of Publication: | London, UK | ||||
ISBN: | 978-0-415-61451-1 | ||||
Book Title: | Strategic Sales and Strategic Marketing | ||||
Official Date: | 2010 | ||||
Dates: |
|
||||
Number: | Chapter 2 | ||||
Status: | Peer Reviewed | ||||
Publication Status: | Published | ||||
Access rights to Published version: | Restricted or Subscription Access |
Request changes or add full text files to a record
Repository staff actions (login required)
View Item |